Beyond Reason
Using Emotions as You Negotiate
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Beyond Reason
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Narrated by:
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Roger Fisher
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Daniel Shapiro
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Written by:
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Roger Fisher
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Daniel Shapiro
About this listen
In Beyond Reason, you will discover five "core concerns" that motivate people: appreciation, affiliation, autonomy, status, and role. You will learn how to use these core concerns to generate helpful emotions in yourself and in others. Armed with this knowledge, you can gauge the needs of another negotiator, set the emotional tone of discussion, and reach a mutually acceptable agreement.
Beyond Reason clarifies the complicated "fuzzy" world of emotions and offers straightforward, practical advice. It builds on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to YES. Now, in Beyond Reason, world renowned negotiator Roger Fisher teams up with psychologist Daniel Shapiro, expert on the emotional dimension of negotiation. They show you how to employ emotions to turn a disagreement, big or small, professional or personal, into an opportunity for mutual gain.
Fresh, insightful, and relevant to any interaction, Beyond Reason is certain to become a lasting classic for dealing with anyone from family and friends to colleagues, customers, and employees.
©2005 Roger Fisher and Daniel Shapiro (P)2005 Penguin AudiobooksWhat the critics say
"[A] valuable, clearly written book." (USA Today)
"Baffled spouses, struggling middle managers, and heads of state might take a cue from the convincing strategy laid out by these savvy experts." (Publishers Weekly)
What listeners say about Beyond Reason
Average Customer RatingsReviews - Please select the tabs below to change the source of reviews.
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Overall4 out of 5 stars
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Performance4 out of 5 stars
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Story4 out of 5 stars
- Lawrence Yang
- 2019-11-06
Unique topic, reading this will validate your instincts
International negotiator experience is shared in this book. There are also examples from every day work type situations. The principles within the book or sound and are in alignment with my life experience.
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Overall4 out of 5 stars
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Performance4 out of 5 stars
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Story4 out of 5 stars
- Steve Erickson
- 2020-12-31
Personality as a lens and as a lever
Daniel Shapiro narrates this book about the extraordinary career of Roger Fisher. the founder of the Harvard Negotiation Project. He say's that your first task is to engage the people. The issues are known. The barriers are high. Your success will depend upon the willingness of the participants to engage and work around the issues, This book is about the arts of an applied personality.
Roger lay's out 5 core concerns that are appropriate to all work environments. If you engage people in a shared concern, then personality becomes both a lens and a lever to resolve those issues. The personal interaction allows you to use conversation as a lens to view personality. Conversation becomes a lever when the people are willing to invest time & effort to meet your needs.
The idea of conversation as a lens deserves some thought. Listen for un-said messages, for the implied meaning of meta-messages and for the "music" that is part of communication. The overall rhythm and cadence of conversation reveals personality. Roger Fisher terms that rhythm and cadence "music". Spend a moment thinking about that personality. Then match it and complement it. That is when conversation becomes a "lever".
This is a fascinating book by a man who did not take "No" for an answer. He turned many "No's" into a "Yes", and this is how he did it.
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